IMPROVING PROFITS THROUGH PERFORMANCE COACHING

Today’s market is tougher than ever. We have to take advantage of every opportunity to improve profitability. Performance Coaching achieves this.

How it Works – Three Phases to Results

The Performance Coaching Partnership moves through three phases to achieve results: Assessment, Implementation and Sustainment.

Phase 1: Assessment
Phase 2: Implementation
Phase 3: Sustainment

PHASE 1: ASSESSMENT

The Assessment is performed in partnership with your management and your people. We review performance and financial data, conduct extensive interviews, observe dealership operations and perform an in-depth analysis.

We use the interviews, observations and analyses to develop a comprehensive Report of Findings and Recommendations that identifies strengths and opportunities to improve performance. We also present a 30-Day Fast Start Plan to the management team. From this, commitments are made to take immediate action to improve results!

We focus on Four Performance Areas, exploring questions such as:

• Marketing – What is your marketing and advertising strategy and how well is it working? How do you track, measure and evaluate marketing, advertising and showroom activity? What is your customer value proposition? How do you build customer engagement?


• Inventories – How well are you managing your inventories (vehicle, time, parts)? How effective are you in meeting market demand?


• Operations – How effective and efficient are your operations? Are there processes and guidelines in place? How are operations measured and evaluated?


• People – What is your strategy for managing “talent” in each department? How do you build high levels of employee engagement? How do you coach “A”, “B” and “C” players to improve their performance? How involved is management in training and coaching their people each day? How do the train and coach?

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PHASE 2: IMPLEMENTATION

This phase is a high-impact facilitated process to enable your team to create an integrated implementation strategy and launch it.

Phase 2 launches the implementation and lays the groundwork for sustaining the improvement process.

1. On-Site Meetings. During on-site visits, we facilitate a series of meetings to define responsibilities, tasks and completion dates.

2. Critical Success Elements. We help your team identify those actions and resources required to be successful—for example, how to produce new processes and guidelines that describe how to perform each step of the new process.

3. Training. We train your people in the knowledge and skills to improve your customers’ experience and your profits. Depending on your priorities, your people learn how to:

• Form and maintain an implementation team
• Manage change
• Align people and their activities with the dealership objectives
• Perform effective performance coaching.

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Phase 3: Sustainment

Through on-going phone and in-dealership contacts, the PCP team supports, encourages and educates dealership personnel as they implement their plans. Our coaches help them work through the inevitable challenges that arise. As they anticipate the calls from their coach, they are accountable for honoring commitments.

1. Training and Coaching. Dealership personnel participate in additional PCP implementation training and both telephone and in-person coaching sessions to build knowledge and skills as needed.

2. Management Decisions. The PCP team works with your management team in making the necessary investment decisions and in taking the necessary support actions to make the performance improvement work.

3. Progress Reviews. Monthly phone and quarterly in-person progress reviews are used to monitor and sustain performance improvement actions.

At the end of the first year, our team conducts a second less-involved assessment. This details the progress in implementing needed changes and identifies continuing sustainment actions. It demonstrates to your team the value of the work done throughout the year and thereby helps gain commitment to continuing improvement efforts.

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